Thoughtful Thursdays – A sales process to consider – Part 3 – Gain Approval
In the past two weeks we covered building your Target list and Confirming Potential.
This week’s thought focuses on Gaining Approval, part 3 of a sales process to consider.Each step requires planning and gaining approval is no different. Call planning begins with setting objectives. What do you want to accomplish in your meeting? Each meeting should move you along in the sales process in as straight a line as possible. Pre-call planning will help you do that.
Gaining approval can happen in one call or take months. It will depend on what you are selling and the application. I have experienced both ends of the spectrum, my rule of thumb is that the greater the investment required by the parties involved and the larger the opportunity, the longer it will take.
This is the step that will provide you information and clues that will enable you to determine the needs of your prospect. You will be establishing rapport and instilling confidence in your ability to deliver. You will face objections and challenges. Your approach and style in which you respond play an important role in ultimately gaining your prospects approval to proceed.
Note that I am not talking only about product or service approval, but a combination of demonstrated behaviours that will gain overall approval with your prospect.In preparation for your meetings, be sure to consider the following points.
- Deliverables from the last meeting
- Objectives for this meeting
- Questions that you will ask – will the answers tell you what you need to know?
- Anticipated objections and responses
- Can you speak knowledgeably about your prospects business? Do some research
- Do you know who their customers are? Do some research/li>
- How much time will you have
- Do you know your audience?
I encourage you to add to the list.
Every meeting should lead to the next, so be sure to leave enough time to confirm the action plan, responsibilities and date of the next meeting.
In closing, listen to your prospect, take notes and confirm the output of the meeting to your prospect.
Yes you want to close the sale, be sure that establishing a relationship is an integral part of your plan to gain approval.
Next week I will review the first three steps in a sales process to consider and talk about barriers I have encountered while establishing a target list, confirming potential and gaining approval.
Good selling
Richard
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